How is the Field Coaching methodology key to the effective implementation of our Commercial Model?
Finally, and after a rigorous work of many people involved, we have designed our Business Model, our Market Reach Model, our RTM. We have grounded it into a Business Systematics with roles, processes and tasks; agenda and KPI’s for measurement… But all this work “has to happen”; we have to be able to implement it […]
How to use cognitive biases to transform the customer experience in sales conversations
Cognitive biases, those mental shortcuts we all take to simplify decision-making, are increasingly being used by companies to improve the customer experience and optimise sales strategies. However, during the sales sessions and trainings in which I share space with new and experienced sales people, I notice a lack of understanding of how they can influence […]
Sales Enablement: Alignment of Marketing and Sales Departments
How should marketing and sales work if Sales Enablement is to be successfully implemented? In this new omni-channel sales model, it is essential that key areas of the business do not act as silos. Moreover, the environment in which we find ourselves is highly variable and changes occur on a daily basis. In order to […]
How Data-Based Decision-Making Affects Sales Professionals
How Big Data affects sales professionals This is the story of Marcos. He has been in the world of sales for 30 years and has always been a successful salesman. He knows the sector, his company and his product like nobody else. But above all, he knows his customers. He really knows them… a lot! […]
Sales Enablement: what is it and its main advantages?
We are going to talk about a concept that is revolutionising the sales team… I’m sure you’ve heard it before: Sales Enablement! Can you define it? Sales Enablement is a methodology that enhances the work of salespeople by providing them with sufficient technological resources and content to make their sales time more effective in all […]
How to make your sales coaching process metrics-driven
For a Sales Coaching process to have a measurable impact on results, it is essential that the entire sales organisation shares and knows the same sales KPIs. Sales KPIs are different in each company and vary greatly depending on the sector and the sales process. To obtain the list of KPIs to use, we can […]
The types of shops that suffer, reinvent and win
If I asked you what is the type of shop par excellence nowadays, what would you answer? The online shop or e-commerce, right? According to the ‘Estudio E-commerce 2021’ by IAB Spain, 25.8 million people in Spain shop online. Covid has also been one of the main causes that have contributed to the increase of […]
How to respond to the challenge of Omnichannel?
Omni-channel is a strategy that aims to integrate and align all available channels in order to provide a homogeneous and consistent customer experience. To understand what omni-channeling is, let’s differentiate it from another similar but different concept, which is multi-channeling. It is the company that decides for the customer which channel to use and it […]
What’s new in sales techniques: 5 key trends for a salesperson?
The other day I was being interviewed by a journalist friend of mine, discussing some questions about the commercial world, and in one of the topics we discussed she asked me what I thought were the main changes that had taken place in sales techniques in recent years. The truth is that I found the […]
